Exhibition Sales Manager – THE Events

Times Higher Education; London; Hybrid; GBP 35,000 - 45,000; Full time

Job summary

A prominent organization in higher education seeks a motivated Exhibition Sales Manager to drive revenue growth through strategic sales of exhibitions and sponsorships. This role involves building partnerships with higher education institutions and industry leaders while managing a small sales team. The ideal candidate has over 5 years of sales experience, strong negotiation skills, and a passion for the education sector, with a hybrid working model offering exciting returns in a global environment.

Qualifications

• 5+ years’ experience in exhibition or sponsorship sales, ideally within B2B events.
• Track record of achieving target revenues and developing long-term industry relationships.
• Excellent negotiation and presentation skills, able to engage at senior levels.

Responsibilities

• Drive revenue growth through the sale of exhibition stands and sponsorship packages.
• Build and execute a strategic sales plan focused on exhibitions at THE events.
• Manage client pipeline from lead generation to contract, ensuring high conversion.

Skills

Sales Strategy

Client Management

Negotiation

Presentation Skills

Business Acumen

Tools

Salesforce

MS Office

Job description

Exhibition Sales Manager – THE Events

Location: London (Hybrid, 1–2 days/week in Holborn office)
Department: Summits & Events
Reporting to: Events Director – Sustainability
Salary Range:up to £45,000

Join THE Events as our Exhibition Sales Manager and take the lead in driving commercial success across a global portfolio of summits and conferences. You’ll build lasting partnerships with higher education institutions, industry leaders, and service providers, selling exhibition and sponsorship opportunities for world-class events like the Global Sustainable Development Congress. This is a dynamic role where strategic sales planning meets relationship building;perfect for a motivated sales professional who thrives on hitting targets, inspiring teams, and delivering exceptional client value. Based in London with hybrid flexibility, you’ll enjoy the chance to work with a passionate, international team shaping the future of higher education.

About Us;

THE’s global events provide unrivalled thought leadership that gets under the skin of the big issues in higher education today. Chaired by our expert staff and journalists, our wide-ranging series of agenda-setting events brings together global thought leaders and influencers from across academia, government and industry to debate, discuss and drive forward the future of higher education governance, innovation and research.

Role Purpose

To lead and drive revenue growth through the sale of exhibition stands, sponsorship packages, and associated commercial offerings across THE’s global summit and conference portfolio extending the reach of events like the Global Sustainable Development Congress and THE events series. You'll be responsible for exhibitions sales for both corporate and academic clients and long-term client relationships in higher education and associated sectors.

Key Responsibilities

Sales & Business Development

• Build and execute a strategic sales plan focused on exhibitions and sponsorship at THE events.
• Drive new business across higher education institutions, service providers, and industry partners.
• Manage client pipeline from lead generation to contract, ensuring high conversion and retention.
• Set and achieve personal and team sales targets, including rebook rates and upsell metrics.
• Attend relevant trade shows and industry events to network and source new opportunities.

Client Relationship Management

• Serve as the lead commercial contact for existing and prospective exhibitors or sponsors.
• Negotiate agreements and oversee delivery, ensuring client objectives are met.
• Collaborate with internal colleagues; events operations, marketing, design to deliver client value and commercial success.

Cross-functional Collaboration

• Align closely with Event Managers and Marketing Leads to integrate sales strategies into wider event delivery and promotion.
• Work with Finance andthe events directors on budgeting, forecasting, invoicing and revenue reporting.

Data & Performance Reporting

• Use salesforce effectively to manage pipelines and track sales activities.
• Provide regular reports on sales progress, forecast, and risks, informing future strategies.

Essential Experience & Skills

• 5+ years’ experience in exhibition or sponsorship sales, ideally within B2B events or media sectors.
• Track record of achieving target revenues and developing long-term industry relationships.
• Experienced in managing and motivating a small sales team.
• Excellent negotiation and presentation skills, able to engage at senior institutional and corporate levels.
• Strong business acumen, commercial mindset, and attention to detail.
• Proficiency in MS Office and CRM tools (e.g. Salesforce).
• Willingness to travel internationally for exhibitions and client meetings.
• Interest in international higher education and events sector.

You do You
You do You. With colleagues located around the world, we know that our individuality and diversity of experiences are our greatest strengths. That’s why we want THE to be a place where you are welcome to be who you want to be at work; where you can share whatever part of your life or self-identity you want, without obligation or facing discrimination; and where all abilities and perspectives are recognised and accommodated.